NASBITE / THE BULA

The timetable for classes is Monday to Thursday from 19.00 to 22.00 hours at WTC/BULA Campus in Mexico City.

The NASBITE CGBP exam will take place on 17 February, 2007. The exam contains 150 multiple choice questions, with duration of 3 hours, using paper and pencil.

THE EXAM DRAWS FROM THE FOLLOWING TASKS AND KNOWLEDGE STATEMENTS:

Domain 1: Global Business Management (10 de July – 10 August)
Develop and/or assist with the strategic and operational planning, development, implementation, and assessment of the international aspects of the business

1. Task: Develop and/or assist in the creation of a global mission statement for the firm.
Knowledge of components of a mission statement

2. Task: Recognize ethical and cultural issues that are inherent in global activities and contribute to an ethical and cross-culturally sensitive business environment.
Knowledge of business ethics as perceived and practiced in the U.S. and in other countries
Knowledge of culturally appropriate techniques for international business settings (e.g., adaptive behavior, response, and verbal/written language to correspond with local business culture)

3. Task: Participate in the global business planning and long-term strategic planning processes.
Knowledge of environmental factors affecting international strategies (e.g., political, legal/regulatory, sociocultural, cost and competitive factors, appropriate levels of technology)
Knowledge of local, state, federal and global support initiatives that are designed to enable global business ventures and expansion
Knowledge of elements of a global business plan

4. Task: Contribute to the ongoing internal and external research efforts to determine viability of global ventures.
Knowledge of basic research concepts and techniques (e.g., primary vs. secondary data, basic research methodologies/processes, surveys) and data analysis/evaluation processes (statistical evaluation, quantitative and qualitative analyses)
Knowledge of data sources for international market data (e.g., U.S. Dept. of Commerce, IMF, World Bank, UN agencies, Country Desks, and private firm data)

5. Task: Develop and/or assist in risk assessment and the development of risk management policies to support proposed global business activities.
Knowledge of country risk (e.g. political risk, economic risk)
Knowledge of commercial risk
Knowledge of risks associated with travel and expatriate activities
Knowledge of credit assessment and mitigating techniques (e.g., export credit insurance, international finance)

6. Task: Develop and/or assist in internal and external legal and regulatory compliance efforts to support global activities.
Knowledge of general legal liability issues (e.g., product, international contractual disputes, governance issues)
Knowledge of intellectual property rights (e.g., patent, trademark, copyright) and practical enforcement levels
Knowledge of issues related to and sources of information for offshore regulatory/legal concerns (e.g., bribery/corruption, antitrust, customs, import/export permits, licenses, labor law, currency regulations)

7. Task: Develop and/or assist in the development, implementation, and evaluation of the global budget.
Knowledge of general budgeting concepts (e.g., basic elements of financial statements, sales forecasts, expense forecasts)
Knowledge of revenues and expense uncertainties
Knowledge of transfer pricing

8. Task: Establish and maintain relationships with appropriate external organizations to support global activities.
Knowledge of industry, trade, and investment associations
Knowledge of government support agencies (e.g., U.S. government agencies, IMF, World Bank)

9. Task: Participate in the effective use of technology to support global performance.
Knowledge of commonly used business and communication technologies
Knowledge of software tools to support global activities

Domain 2: Global Marketing (28 August – 28 Sept.)
Manage, implement, coordinate and/or assist with marketing, including planning, sales, research and support functions to assess customer needs; evaluate opportunities and threats on a global scale; and meet corporate needs within environmental constraints and corporate goals.

1. Task: Evaluate the internal and external environment (e.g., economic and physical geography, history, political environment, competitive analysis, regulatory, cultural, and technological issues) to identify potential marketing threats and opportunities.
Knowledge of internal resources (e.g., export readiness assessment, goals and preferences of senior management, experiences and capabilities of employees, technical and production capabilities)
Knowledge of external environment (e.g., economic and physical geography, competitive analysis, regulatory, cultural, technological issues, and protected industries and sectors)
Knowledge of public and private sources of data and assistance including electronic and print
Knowledge of major trade agreements and trade law (e.g., NAFTA, European Union, export control regulations, anti-boycott regulations, Foreign Corrupt Practices Act)
Knowledge of product certifications and standards (e.g., CE Mark, ISO 9000)
Knowledge of cultural issues related to marketability of product
Knowledge of assessing technological infrastructures in target markets
Knowledge of SWOT analysis related to global marketing
Knowledge of how to research competitor activities internationally

2. Task: Develop and implement the global marketing plan:
a. Conduct market research in order to determine the best potential market.
Knowledge of laws and regulations that impact the marketing plan (e.g., entity law, promotional restrictions, distributor requirements, corruption)
Knowledge of public and private marketing resources (e.g., ITA, U.S. Commercial Service, freight forwarders)
b. After analysis of the market research, select products and markets to be targeted.
Knowledge of impact on market selection of product, price, place, and promotion (the four P’s)
Knowledge of how to find laws and regulations that impact the market selection (e.g., entity law, promotional restrictions, distributor requirements)
Knowledge of market segmentation and demand analysis
c. Develop and select market strategy to maximize sales and profitability.
Knowledge of foreign market entry methods (e.g., licensing, agency/distributor, international joint venture)
e. Develop and implement a marketing budget related to the global activities of the company.
Knowledge of budgeting processes
Knowledge of reporting requirements
Knowledge of basic accounting procedures
Knowledge of cost of marketing and promotion

3. Task: Coordinate the marketing mix of goods and services to implement the company’s marketing plan:
a. Provide products and services for the targeted markets.
Knowledge of customer expectations and cultural requirements
Knowledge of product life cycle implications (or strategies)
Knowledge of (new) product development modification process
Knowledge of technical compatibility and product standards (e.g., CE marking)
Knowledge of where to find packaging, labeling, and marketing requirements
Knowledge of after-sales service and support requirements (e.g., manuals, warranties, technical support, recycling)
Knowledge of product liability implications
Knowledge of legal/regulatory requirements for pricing (e.g., pricing constraints and controls, fair trade laws, anti-dumping)
Knowledge of trade assistance resources in support of providing products and services
Knowledge of environmental concerns
b. Implement, monitor, and adjust the company’s global pricing strategies.
Knowledge of cost structures, including marginal and fixed
Knowledge of tariff and non-tariff barriers and incentives
Knowledge of quoting methods
Knowledge of resources for global pricing strategies (e.g., current revision of International Chamber of Commerce publications [e.g., Incoterms, UCP, URC], U.S. government agencies, and websites)
Knowledge of how local market conditions could impact pricing
c. Initiate and manage global promotion strategies in order to support the global marketing plan.
Knowledge of sales promotion mechanisms (e.g., trade shows and trade missions)
Knowledge of technological tools for promotion (e.g., internet activities such as e-mail, web sites, e-commerce; video-conferencing)
Knowledge of trade assistance resources in support of global promotion
d. Analyze and formulate global distribution strategy for products and/or services.
Knowledge of types of distribution channels (e.g., resellers, agency/distributor, joint ventures)
Knowledge of impact of local market distribution characteristics and implementation issues
Knowledge of contractual issues related to market entry (e.g., common elements found in most distributor agreements)
e. Establish and manage the global sales activities.
Knowledge of sales techniques, sales knowledge, and business travel

Domain 3: Supply Chain Management (9 Oct. – 9 Nov.)
Evaluate all supply chain options which result in the best overall solutions to support the international business plan while complying with all rules, regulations, and security issues from sourcing to final distribution.

1. Task: Optimize supply chain solutions to meet the requirements of the international business plan including evaluation of all modes of transportation, inventory, time to market, landed costs, and customer requirements.
Knowledge of all transportation modes and costs
Knowledge of trade agreements and free trade zones
Knowledge of duties, taxes, and quotas
Knowledge of product classification regimes (e.g., HTS, Schedule B)
Knowledge of security issues (e.g., Container Security Initiative [CSI], Customs Trade Partnership Against Terrorism [C-TPAT], warehouse security issues)
Knowledge of where to find legal/regulatory packing requirements
Knowledge of non-regulatory packing requirements (e.g., preservation of cargo, types of containers, packing materials)
Knowledge of insurance and transportation liability regimes
Knowledge of resources (e.g., freight forwarders, trade associations, Internet resources)

2. Task: Evaluate and select the potential intermediaries (e.g., carriers – all modes, 3PL’s, forwarders, brokers, contract carriers) necessary to support the international business plan (including evaluation of outsourcing alternatives and/or partners).
Knowledge of major transportation modes and methods (e.g., consolidation and costs)
Knowledge of third party logistics providers (3 PL’s)
Knowledge of forwarder’s role in the transaction
Knowledge of customs broker and other service providers
Knowledge of usage of power of attorney
Knowledge of databases available to search for intermediaries
Knowledge of resources available in support of intermediary selection (e.g., WTCs, local trade associations, state and federal government)

3. Task: Complete the documents required for international movement of product and services.
Knowledge of standard export and import documents for goods and services (e.g., commercial invoice, transport documents, documents relating to services contracts)
Knowledge of U.S. export regulations for involved countries
Knowledge of U.S. import regulations for involved countries
Knowledge of Incoterms
Knowledge of U.S. legal and regulatory requirements regarding documentation for goods/services (e.g., export/import control regulations, export declaration)
Knowledge of where to find foreign language documentation requirements when applicable
Knowledge of technology available for document completion (e.g., AES, SNAP, private sources)
Knowledge of offshore legal and regulatory requirements regarding documentation for goods/services (e.g., certificate of origin, sanitary certificate, export/import control regulations)
Knowledge of country of origin determination

4. Task: Coordinate with other departments to calculate the true cost, benefits, and risks of proposed transactions in order to implement risk management policies.
Knowledge of marine insurance (e.g., delays, losses, claims and other insurances)
Knowledge of transportation options and documents (e.g., ocean bill of lading versus air waybill)
Knowledge of international conventions (e.g., Warsaw Convention and the United Nations Convention on Contracts for the International Sales of Goods - CISG) and international conditions of contract (e.g., Force Majeure, arbitration)
Knowledge of packaging for cargo protection and loss prevention
Knowledge of insurance companies and brokers, consultants, freight forwarders

5. Task: Facilitate the offshore procurement process.
Knowledge of advantages of global sourcing
Knowledge of cultural considerations affecting supplier/buyer relationships
Knowledge of impact of trade agreements
Knowledge of terms and conditions of purchase or sale
Knowledge of quality considerations (e.g., ISO9000, industry quality specifications)
Knowledge of calculation of landed costs
Knowledge of U.S. Customs regulatory compliance (e.g., product marking)
Knowledge of import documents
Knowledge of customs brokers and customs management tools (e.g., duty drawback programs, tariff engineering)

Domain 4: Trade Finance (27 Nov. – 14 Dec and 7 – 17 January 2007)
Evaluate financial risks and methods, select and implement most favorable methods of payment to support global activities and ensure that all related costs are included at the time of quotation. Evaluate quantity and source of finance necessary to implement global activities.

1. Task: Assess political and economic risks and cultural issues of the target country to establish the financial costs and viability.
Knowledge of political and economic risks causing late and/or non-payment from overseas markets (e.g., cancellation/failure to grant U.S. export license, civil unrest, foreign currency delays/shortage)
Knowledge of cultural issues of buyer’s country which may impact payment methods, money transmission methods, language used, credit control procedures, level of governmental control, corruption issues, and sources of finance
Knowledge of resources for determining risk (e.g., U.S. government organizations, credit bureaus, websites)

2. Task: After evaluating foreign currency exchange risk, select, implement, and manage risk mitigation techniques to protect the company against fluctuation of foreign exchange.
Knowledge of foreign exchange risk mitigation techniques and required documentation (e.g., hedging tools, currency option contracts, transfer pricing)

3. Task: Research and analyze credit history and payment capacity of the potential buyers/partners to assess the commercial risk of the buyer and maintain credit management and control procedures and documentation.
Knowledge of sources of credit reports (e.g., credit bureau, D&B, Hoovers)
Knowledge of costs and value of credit reports
Knowledge of commercial risks of late and/or non-payment from overseas buyer
Knowledge of methods of payment (e.g., letters of credit, documentary collections, cash in advance)
Knowledge of mitigating techniques (e.g., credit risk insurance)

4. Task: Establish the most appropriate methods and terms of payment and required documentation to ensure timely payment for the sale of goods and/or services and to facilitate external financing.
Knowledge of methods of payment (e.g., letters of credit, documentary collections, cash in advance)
Knowledge of commercial, economic, and political risks of buyer and buyer’s country
Knowledge of international regulations published by the International Chamber of Commerce (Paris) governing international transactions and methods of payment (e.g., Incoterms, UCP, arbitration)
Knowledge of methods of funds remittance (e.g., checks, banker’s draft, SWIFT transfer)
Knowledge of types of letters of credit (e.g., confirmed/unconfirmed, transferable, standby)
Knowledge of types of payment (e.g., sight, deferred, acceptance)
Knowledge of documentation requirements (e.g., commercial invoices, transport documents and documents relating to services)
Knowledge of related financial and legal costs (e.g., bank charges, insurance premiums, legal fees)
Knowledge of communication of letters of credit, collections, and associated documents electronically via the Internet (e.g., eUCP)

5. Task: Select appropriate methods, terms, and currency of payment to agents, sales representatives, distributors, suppliers, and international joint ventures.
Knowledge of terms and conditions of purchase or sale
Knowledge of resources: banks, U.S. government agencies, International Chamber of Commerce

6. Task: Develop a financial plan to establish whether internal/external international trade financing is required.
Knowledge of resources (e.g., Ex-Im Bank, SBA, private banks, non-bank private sector lenders)

7. Task: Identify and arrange short-term (up to 180 days) pre- and/or post-shipment finance for the seller to ensure lowest cost financing at acceptable levels of risk.
Knowledge of forms of short-term financing (e.g., credit insurance, government supported finance, discounting)

8. Task: Identify and arrange medium- and long-term finance for the overseas buyer (internal/external) to allow buyer extended terms while providing cash payment to seller without recourse.
Knowledge of forms of medium- and long-term financing (e.g., government supported finance, finance provided by banks and financial institutions, lease financing)

Dates of payments:

7 July (latest) -
4 August -
4 September -
2 Oct. -
6 Nov. -
4 Dec. -
11 January -

The payments includes the registration fee and the examination fee.

© 2004/2005 by NASBITE - North American Small Business International Trade Educators. All rights reserved. Duplication permitted for personal use related to the Certified Global Business Professional program. Any such reprints must retain reference to © 2004/2005 by NASBITE.

Modification Notes:
Jan 2005 – modified to add a summary of each domain - listed directly after the domain title. No changes to task and knowledge statements.
Copyright 2004/2005 – North American Small Business International Trade Educators Ver. 6/04 B
Copyright 2006 --The Business University of Latin America –THE BULA- Trademark

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